Streamlined lead management with Salesforce CPQ implementation -

Streamlined lead management with Salesforce CPQ implementation

Challenges

1- Inefficient lead management and multiple lead statuses causing confusion.

2- Duplicated data due to multiple opportunities for the same lead.

3- No system for tracking discounts or incentives.

4- Lack of centralized email communication within Salesforce.

Solutions

1- Configured Salesforce CPQ to streamline quoting and lead management processes.

2- Reduced lead statuses to three: New, In Progress, and Closed.

3- Implemented an email functionality within Salesforce.

4- Automated opportunity-to-quote linking with discount and pricing fields.

Results

1- 40% reduction in quote generation time, leading to faster responses.

2- 25% increase in sales conversion rates through better lead tracking.

3- Enhanced quote accuracy and customer satisfaction.

4- Improved scalability for adapting to future business needs.

The client is a product-based company specializing in AppExchange solutions that provide credit reporting tools. Their platform integrates customizable, accurate, and comprehensive credit reports into Salesforce or Salesforce Financial Services Cloud. These solutions streamline the loan process by automating credit reporting and decision-making for their users.

The client used Salesforce to manage incoming leads from AppExchange and marketing campaigns. However, they struggled with inefficient lead and opportunity management, duplicated data, and the lack of a discount/incentive management system. Without a streamlined process, they were unable to meet deadlines or document conversations properly, leading to missed opportunities and inefficiencies.

We implemented Salesforce CPQ to simplify and optimize their lead-to-quote process. This involved configuring CPQ to centralize all lead and opportunity information, automating the creation of quotes linked to opportunities, and integrating a discount and incentive management system. We also added functionality for sending and receiving emails directly within Salesforce, streamlining communication and documentation.

Key Industry

Financial services

Key Pains

- Inefficient lead management with multiple statuses.

- Lack of structured data analysis for opportunities.

- No system for discount and incentive management.

- Time-consuming communication through external email platforms.

Product Mix

- Salesforce CPQ

The Challenges

The client had around 20 different lead statuses (e.g., In Progress, Pending, Working), which created confusion and inefficiencies in tracking progress.

Multiple opportunities were being created for the same lead, leading to inaccuracies and duplication in the system.

Information on leads and opportunities was not categorized, making data analysis and reporting nearly impossible.

The sales team relied on Outlook for email communications, which fragmented their workflow and delayed responses.

The Solutions

1
We configured Salesforce CPQ to align with the client’s unique business needs, simplifying lead and opportunity management.
Reduced lead statuses to three: New, In Progress, and Closed, significantly streamlining the process.
2
3
Implemented functionality to automatically create quotes linked to opportunities, incorporating discounts and pricing details.
Added email functionality within Salesforce to enable seamless communication and automatic documentation.
4
5
Developed a custom feature that displayed all products, quotes, and opportunities in a single interface, improving visibility and usability.

The Results

Efficiency Gains: Reduced quote generation time by 40%, enabling faster responses to customer inquiries.
Increased Sales Conversion: Streamlined processes and dynamic pricing capabilities contributed to a 25% increase in sales conversion rates.
Scalability: The flexible CPQ system allowed the client to adapt quickly to evolving business needs, supporting long-term growth.